ENTERING THE SALES ARENA

Upon entrance of the sales arena, like a gladiator entering the coliseum, one must be ready for battle.

Many of those embarking on the journey of the selling game learn very quickly that it is a different type of animal. Sales is a personality, an attitude and a strategy unlike anything else. I presume this is what scares off most people. Thick skin must be developed quickly; the fears you encounter must be overlooked and you have to be willing to take the flying cannonball leap into the deep end of the pool. Nothing is going to hurt you but you. Don’t let yourself inhibit your progress.

A vital part of success in sales is KEEPING YOUR EYE ON THE BIG PICTURE – don’t take your eyes off the ball or, rather, the big prize. Your plan or goal may be 2-to-5 years which means you cannot let your frustrations after 6 months deter you or shake you from your dream. NO ONE IS GOING TO HAND YOU SUCCESS – you have to dig and claw to get what you want in this world. But finding an elevated, heightened strategy, sticking to it and reaching CONSISTENCY is what will propel you to stardom.

Set your goals higher than you can possibly reach. That way when you barely fall short, you’re still better than everyone else.

Don’t worry or care about what other people think about you. The better you perform, the higher you climb, the more people will anonymously attack you, hate on you and try to tear you down. Reason being? They are losers and they want to pull you down to their level. Don’t let them.

ANY TIME A NEGATIVE THOUGHT, EMOTION OR FEELING ENTERS YOUR CONSCIOUSNESS – DISMISS IT. It sounds easier said than done but practice makes perfect. Things are not going to always go your way but if you stick to what you know is right you will find the right footing on the right path.

No one but you can make or break you when it comes to meeting your objectives, be it on a daily, weekly, monthly or lifetime timespan.

Like anything – a diet, a workout regimen or a New Year’s resolution – you are going to start your new job, new career, new sales encounter with a tenacity. The beginning – how you come out of the gates – is usually when you showcase your best. I have seen strong starts and weak starts, I have seen flashes in the pan and those who take longer to hit their strides. The people I respect most are the ones who have to work hard to reach a level they are comfortable with. They know what it takes to get to the level of greatness and what it takes to stay there. Flashes in the pan who get an initial taste of success do not – they fizzle because they think this gig is going to come easy.

Find something that keeps you going. That diet or workout regimen goes great for a couple of weeks or months before you hit a brick wall. Like anything else, that will happen – you will hit a creative brick wall in your sales approach or mentality. You must constantly present yourself new challenges until you reach the next rung on your longterm plan. Period.

Every morning on the way to work, I listened to “You’re the Best” from the first Karate Kid; nothing can pump you up quite like that. Working out before work gets your juices flowing. Find something that gets you going, go into every day with a strategy and stick to it.

NEVER DEVIATE FROM WHAT YOU KNOW IS RIGHT. Be able to look back on every sales visit or call and know THE SPECIFIC REASON that customer did not purchase. EVERY OBJECTION BOILS DOWN TO ONE: LACK OF BELIEF. If you can answer the question of why the customer does not believe in you or your product, you did your job. Period.

Not every customer will buy, but if you push as many customers as close to the cliff as possible, as many will fall as humanly possible. That, at the end of the day, is all you can do.

Control what you can: yourself. The rest will fall into place.

Make it a great selling day. All the best.

ON THE WEB: http://www.carsonvheady.com/

About cvheady007

I am a Christian, Husband, Dad, workaholic and author. Biography Carson Vincent Heady was born in Cape Girardeau, MO, graduated from Southeast Missouri State University and moved to St. Louis in 2001. He has served in sales and leadership across Microsoft, AT&T, Verizon and T-Mobile. Carson is best-selling author of the Birth of a Salesman series, the first book of which was published by World Audience Inc. in 2010. He released The Salesman Against the World in 2014, A Salesman Forever in 2016 and Salesman on Fire in 2020. He is also featured in Scott Ingram’s B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals. Carson is a 7-time CEO/President’s Club winner across 5 roles at AT&T and Microsoft and National Verizon Rockstar winner. He has been recognized as a top social seller at Microsoft and is consistently ranked in the top 25 sales gurus in the world on Rise Global. He is included among the Top 50 sales authors on LinkedIn. With over 330K social followers, Carson has also been interviewed on over 30 sales and leadership podcasts, by such luminaries as Jeffrey & Jennifer Gitomer, Jeb Blount, Brandon Bornancin, Sam Dunning, Larry Levine, Darrell Amy, Scott Ingram, Thierry van Herwijnen, Jim Brown, Sam Jacobs, Luigi Prestinenzi, Donald Kelly, Marylou Tyler, George Leith, Pat Helmer, Eric Nelson, Ron Tunick, Jeff Arthur, Mary Ann Samedi, Jean Oursler, Andre Harrell, Marlene Chism, Bill Crespo, Matt Tanguay, Josh Wheeler and Chad Bostick. He has also co-hosted the Smart Biz Show on EG Marketing Radio. His articles have appeared in several noteworthy publications such as SalesGravy, Smash! Sales, Salesopedia and the Baylor Sports Department S3 Report. Carson lives in St. Louis, MO, with his wife Amy and daughters Madison, Sidonia and Charlotte.
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